Derek Ardenhttps://www.derekarden.co.uk
International Keynote Speaker, Author, Radio and TV Personality. Use 'Mr Negotiator' to show you how to increase your profitsTue, 14 Aug 2018 09:07:00 +0000en-GBhourly1https://wordpress.org/?v=4.9.8https://www.derekarden.co.uk/wp-content/uploads/2015/12/cropped-derek_arden_site_icon-150x150.pngDerek Ardenhttps://www.derekarden.co.uk
3232139026838Five Reasons to Negotiate in a Coffee Shop to get a better dealhttps://www.derekarden.co.uk/five-reasons-to-negotiate-in-a-coffee-shop-to-get-a-better-deal/
Tue, 14 Aug 2018 09:07:00 +0000https://www.derekarden.co.uk/?p=7002Five reasons to negotiate in a coffee shop to get a better deal. I am a great fan of negotiating on neutral territory. It tends to be easier, being offsite. People are more friendly and any tension is often diluted. Let’s take a look at the five most important reasons that you might like to […]

]]>Five reasons to negotiate in a coffee shop to get a better deal. I am a great fan of negotiating on neutral territory. It tends to be easier, being offsite. People are more friendly and any tension is often diluted. Let’s take a look at the five most important reasons that you might like to consider it.

1 – Neutral Ground.

This dilutes tension and makes the negotiations more friendly. It means it’s not my place or your place with the advantages and disadvantages which goes with home turf. People in your office are bound to feel more uncomfortable and perhaps more intimidated. That can be good if that is what you want but is not necessarily good for a “Win Win”

2 – You can sit at a round table which avoids a them and us situation.

King Arthur was right with the Knights of the Round table. They knew a thing or two about getting agreement more easily. Take the shortest route. Ockhams razor!

3 – You buy the coffee.

The Law of Reciprocity says that if you give something to someone unconditionally. Like a gift, a present or buy a drink etc the other person will feel obliged to return the favour. It is the favour that counts, not the value of the favour. So coaching, mentoring, advice counts the same. However Robert Cialdini, the expert psychologist from the University of Arizona in Phoenix, says in his ground breaking books, often you have to remind people by saying something like “I know you will do the same for me”

4 – You can build rapport more easily.

You can have more small talk easier seeing the person face to face. You can see their reactions and deal with it. It’s 5 times more difficult with body language to hide the truth or your true feelings. You can mirror and match their body language, their tone and speed of voice, together with the language they use. You can pick up how they feel, how they are thinking much more easily

It has been said that ten minutes of facetime. Can be worth two hours of emails going back and forth

5 – Coffee is good for you as the article says.

It can protect you from heart disease. It fires you up getting your brain and body going etc

Derek Arden is an International Speaker and Negotiation Expert. Author of 10 books and a commentator for the media. To use him at your conference, awayday or training and make more money, call him now.

]]>7002Five Listening Secrets When Negotiatinghttps://www.derekarden.co.uk/five-listening-secrets-when-negotiating-2/
Sat, 11 Aug 2018 11:54:01 +0000https://www.derekarden.co.uk/?p=6988Five Listening Secrets When Negotiating, are crucial. As listening is a seriously proactive skill it is critical that you have all your radar, your facilities switched on. In fact, it’s like a radio or a TV. You should have the volume turned up and the brightness turned up so you can pick up all the […]

]]>Five Listening Secrets When Negotiating, are crucial. As listening is a seriously proactive skill it is critical that you have all your radar, your facilities switched on. In fact, it’s like a radio or a TV. You should have the volume turned up and the brightness turned up so you can pick up all the signals. The sounds and the sights.

Listening means interpreting all the signals.

If Listening means interpreting information and asking continuous questions. Then you need your sensory acuity on full alert. Looking and seeing the body language, the minute gestures and giveaways. Listening and hearing

1 – What is said,

2 – What is not said

3 – The way it is said. The tonality it is said in.

I have always liked the lighthouse story, and despite whether it is true of not it makes a great story and a brilliant point. I first read about it in Steven Covey’s Book 7 Habits of Highly Effective People. Then after that I heard someone claiming that it wasn’t true. Then someone made a film about it. So who knows. There are many stories told in wise books, even religious books that may or may not have been totally true. However, if they make job and sit up and make people think they have done their job. Creating an “aha” moment.

The foggy lighthouse

The story is said to be based on an actual radio conversation between a U.S. Navy aircraft carrier (U.S.S. Abraham Lincoln) and the Canadian authorities off the coast of Newfoundland in October, 1995. (The radio conversation was released by the Chief of Naval Operations on 10/10/95 authorized by the Freedom of Information Act, Washington). Since denied, which is even more interesting.

]]>6988Six Ways To Read A Business Book Quickly!https://www.derekarden.co.uk/how-to-read-a-business-book-quickly/
Fri, 10 Aug 2018 06:01:52 +0000https://www.derekarden.co.uk/?p=6981Six ways to read a business book quickly! How do you do it? This is a question I get frequently asked. So let us take one book as an example. As a rookie negotiator there are so many business books that will give you advice on negotiations. In “Win Win, How to get a winning […]

How do you do it? This is a question I get frequently asked. So let us take one book as an example. As a rookie negotiator there are so many business books that will give you advice on negotiations. In “Win Win, How to get a winning result from persuasive negotiations” we distilled all the advice, tips and techniques into just one book.

We made each chapter clear and put in 118 tip top tips. They were put in simple easy to read boxes. Then we put in the 12 strategies to learn to make sure you have covered all the bases of negotiating. From preparation through to confidence. A fool proof guide to success when negotiating. Finally hotspots of negotiating were added, six vital additions of key issues that we all have to negotiate. From negotiating your salary to negotiating internationally.

Six ways to read a business book quickly, came about when I was discussing speed reading with a friend of mine Mike. He asked “What is your strategy for reading a business book? How can you manage to read 5 business books in a month? Here is the

Here are the – Six Ways To Read A Business Book Quickly

1 – Look at the index first. Choose the most interesting chapter.

2 – Open the chapter at the end and speed read the chapter summary

3 – Flick the chapter backwards, glancing down each page for some key information. When you find the information read it carefully. Highlighting the text or sticking a marker in it.

4 – Go to the next most interesting chapter. Repeat as above.

5 – If you start getting bored or distracted. Stop put the book down and leave it for another time.

6 – If you find it really interesting. Then go to the front and speed read it logically, with a highlighter pen.

Speed and focus are key to keeping the momentum going.

Sometimes you will find the book might not be worth reading after you have spent a little time on it. Then move on, time is limited.

Derek Arden, International speaker, negotiating expert and best selling author of Win Win

]]>6981Why Continuous Learning Must Include Negotiations!https://www.derekarden.co.uk/why-continuous-learning-must-include-negotiations/
Thu, 09 Aug 2018 05:58:32 +0000https://www.derekarden.co.uk/?p=6972Why continuous learning must include negotiations is because it is a success subject. Successful people have to be good negotiators. They will be negotiating all the way through their business lives and personal lives How do you find the time? One of the questions I most frequently get asked is – “How do you find time […]

]]>Why continuous learning must include negotiations is because it is a success subject. Successful people have to be good negotiators. They will be negotiating all the way through their business lives and personal lives How do you find the time?

One of the questions I most frequently get asked is – “How do you find time to read and study?” Including of course negotiating which is the subject I study the most frequently.

When deciding to have a “growth mindset”. Meaning continuous learning and development, I was married with a young family to support. I asked how do others do it? I knew I had to keep learning, it was in my blood. But how was the question I needed to answer

Continuous Learning – 6 Answers

1 – By copying what others do. “Modelling” in NLP language.

2 – Using time effectively. Travelling time, listening to audio. Borrowing CD’s from people who recommended them.

4 – Reviewing book summaries. Blinkist appears to be the best one now – has anyone found a better one?

5 – Going to workshops and seminars

6 – Ignoring negative people. The “It won’t do you any good brigade”.

Growth mindset as described by Carol Dweck in her book ‘Mindset’, is where we want to have continuous improvement in ourselves. As a negotiator a growth mindset is essential for success. Continuous learning about negotiations is critical.

]]>6972Why you need a negotiation mindset to be successful in businesshttps://www.derekarden.co.uk/why-you-need-a-negotiation-mindset-to-be-successful-in-business/
Wed, 08 Aug 2018 08:31:04 +0000https://www.derekarden.co.uk/?p=6966Negotiation mindset. Have you a positive mindset when it comes to negotiating? In MINDSET by Professor Carol S. Dweck. Dweck talks about a growth mindset v a fixed mindset. It used to be believed that you were either born a negotiator or not. Now we know negotiation is a subject that can be taught and […]

Negotiation mindset. Have you a positive mindset when it comes to negotiating? In MINDSET by Professor Carol S. Dweck. Dweck talks about a growth mindset v a fixed mindset. It used to be believed that you were either born a negotiator or not. Now we know negotiation is a subject that can be taught and learned. To me, that was always obvious but things that are obvious to some people are not always obvious to others. Having spent 30 years learning the subject, studying the best psychology into the subject and being a hands on negotiator, I believe I am well qualified to write about my experiences.A growth mindset says if someone else can do it, then you can do it. You just need to find out the mental strategies how they do it. Richard Bandler the inventor of NLP calls it modelling strategies.

Professor Dweck is one of the leading researchers in the field of social psychology and development psychology. She holds key positions at both Columbia University and Stanford University.

Here are her discoveries. We can have two types of Mindset

1 – A fixed mindset. Where we believe that we have learnt all we need to know at school and university; plus the training we might have been given on our jobs.

We have all we need and there is no need to invest in further learning.

2 – A growth mindset. Where we understand that the world is constantly changing. We have to keep reading and studying to keep up to date. It’s not an option. Change is normal and we realise we need to keep growing to help others, help ourselves and make a difference.

Dweck says – “Often fixed mindset behaviours stifle growth. Many leaders have this, often they bully people to see it their way and keep them down.

What is the result of this? Poor performance, fear amongst their people and in the long term even disaster. Fear to stand up to people and negotiate.

I worked for a bank that at one time had a growth mindset and then suddenly with a change of strategy went into a fixed mindset. Cutting training, investment in people and only interested in shareholder value. The targets of selling at all costs created the wrong behaviours. I was fortunate to move on before disaster struck.

However while I worked in an executive position I spent time lecturing, teaching, reading, writing and helping my team and others grow. Particularly in the arena of negotiating. We all have to negotiate and it is the least taught subject in the world and one of the most useful for business and life growth. As Dweck says “All successful business people must be good at negotiation” Page 137

What about you? Have you got a growth mindset? As you are reading this, you probably have a growth mindset. There hasn’t been a time when this is more important.

Derek Arden is an International Award Winning Speaker, Negotiator, Educator and Best Selling Author.

]]>6966Donald Trump and his “Bait and switch” negotiation tactichttps://www.derekarden.co.uk/donald-trump-and-his-bait-and-switch-negotiation-tactic/
Thu, 02 Aug 2018 13:08:41 +0000https://www.derekarden.co.uk/?p=6960 Donald Trump and his “Bait and switch” negotiation tactic seems to work at the moment. Donald Trump’s negotiation tactics are straight out of his business school book about #DonaldTrump. Bait and switch is one of the oldest hardball tactics in the world. In fact it’s one I don’t write about very often because […]

]]>6960Patricia Fripp – Stories in Business Presentationshttps://www.derekarden.co.uk/patricia_fripp_stories_business_presentations/
Mon, 30 Jul 2018 07:56:15 +0000https://www.derekarden.co.uk/?p=6768Interview with Patricia Fripp Speech Coach Patricia Fripp – Stories in Business Presentation. KEY POINTS Patricia Fripp offers a couple of formulas about stories in business presentations. She also illustrates with a story at the end of her part in a successful presentation. Stories In Business Presentations – Social Proof Arsenal of Stories Businesses – […]

]]>6768What does an advance negotiation masterclass look like?https://www.derekarden.co.uk/what-does-an-advance-negotiation-masterclass-look-like/
Sun, 15 Jul 2018 21:51:56 +0000https://www.derekarden.co.uk/?p=6952An Advanced Negotiation Masterclass looks like This is a summary in note form of the group learning and re-learning points from feedback Be more assertive, low voice tonality – prepare questions before the negotiation. Much more awareness of body language and negotiation styles Created time to reflect on previous negotiations Identified coaching needs on some […]

]]>6952Negotiation secrets of Gareth Southgatehttps://www.derekarden.co.uk/negotiation-secrets-of-gareth-southgate/
Sun, 08 Jul 2018 13:11:22 +0000https://www.derekarden.co.uk/?p=6945Negotiation secrets of Gareth Southgate. Gareth Southgate is a very good #winwin negotiator. He recognised immediately when he was the unlikely choice to take over from Sam Allardyce. These are five of his negotiation secrets – 1 – Be as prepared as you can possibly be. Proper preparation prevents pretty poor performance. 2 – Never […]

]]>Negotiation secrets of Gareth Southgate. Gareth Southgate is a very good #winwin negotiator. He recognised immediately when he was the unlikely choice to take over from Sam Allardyce. These are five of his negotiation secrets –

1 – Be as prepared as you can possibly be. Proper preparation prevents pretty poor performance.

2 – Never underestimate the other side. be prepared for the unexpected.

3 – Be courteous with everybody. Journalists, opposition, the other sides players. You never know when you might want their help. Those players might be playing for you one day.

5 – Put yourself in a right state for the circumstances you face. Keep calm and carry on.

6 – Dress for success. You are more believable if you are on the touchlines encouraging the team. rather than looking like a raging bull, chewing “chewing gum”around your mouth in an arrogant way for everybody to witness.

7 – Pick the right people. Credit your team at every stage of the proceedings. Mentor and coach everyone including the young players to do all the jobs. Talk to the press, run trai’ning sessions etc.

8 – remember TEAM stands for – Together Everyone Achieves More. Look at the results that Southgate has got to date

9 – Finally if someone doesnt want to be part of the team. Have an open and honest discussion and a mutual #winwin parting of the ways

]]>6945Negotiations have three sides to them. Mine, yours and the right onehttps://www.derekarden.co.uk/negotiations-have-three-sides-to-them-mine-yours-and-the-right-one/
Thu, 28 Jun 2018 09:14:05 +0000https://www.derekarden.co.uk/?p=6939Negotiations have three sides to them. Mine yours and the right one. it was a wise sage once said, “There are three sides to everything. Yours, mine and the right one” When we are negotiating this never has been more truer. Negotiating is a 24/7/365 skill. We need to understand clearly our positions and then […]

]]>Negotiations have three sides to them. Mine yours and the right one. it was a wise sage once said, “There are three sides to everything. Yours, mine and the right one” When we are negotiating this never has been more truer.

Negotiating is a 24/7/365 skill. We need to understand clearly our positions and then discover all we can about the other party’s positions, adjusting where necessary. Flexibility is a key component of a win win negotiation scenario. We are not always right and by listening we can find out how a compromise might take place.

We should plan to understand what the other parties want, why they want it and how we can help them get it?

Today people are much less tolerant, have less time and are more self-centered than they ever have been. There is more conflict than there has ever been. The ability to understand top class negotiating, put it into practice is paramount. The ability to successfully negotiate is a vital skill of successful people.